Manager

Areas of Responsibility Market Development and Prospecting – The Senior Manager – Client Services analyzes the current accounts and target prospects to identify the right set of buyers, their buying patterns and helps tailor offerings, solutions for specific industry segments and accounts. They are responsible for reaching out to identified target buyers through multiple levers, such as cold‑calling, partnerships, and events. Opportunity Identification and Qualification – The Senior Manager – Client Services will navigate the account to identify varied kinds of deals in the account in order to increase Infosys' revenue and market share. Proposal Development, Negotiation and Closure – The Senior Manager – Client Services will form a pursuit team across Infosys internal units and external partners if needed. They position a client‑facing team with the client, explain client context, coach the pursuit team, suggest win price and drive this among various BUs based on competitive intelligence, future potential, positioning with client. They set up and facilitate proposal‑coaching sessions between client and the pursuit team’s technical/domain experts and drive the proposal to closure. Contracting and MSA – The Senior Manager – Client Services facilitates the discussion between the client and Infosys teams involved in contracting (Legal, Data Privacy, etc.) and acts as the point‑of‑escalation if needed in order to ensure quick closure of the contract with an acceptable level of risk to Infosys. Account Planning and Review – The Senior Manager – Client Services develops the account plan in conjunction with stakeholders (service line/HBU mix, revenues, profitability). They develop relationship maps, conduct market share analysis, communicate and execute as per the account plan, and conduct periodic reviews with higher management in Infosys to grow in the account as per plan. Account Mining – The Senior Manager – Client Services identifies the right contacts within the client organization, secures meetings with the clients appropriately; sets appropriate agenda (client context, pain points, industry/competitive context, Infosys value proposition). They anchor meetings and close any opportunities generated, reviewing meeting material to grow the account by positioning Infosys strategically and as an existing trusted partner. Account Operations – The Senior Manager – Client Services signs off on SOWs/contracts and follows up with the client to sign off on the SOWs. They are responsible for collections of accounts receivable. Relationship Management – The Senior Manager – Client Services handles customer complaints about project executions across IBU delivery and HBUs and negotiates on MSAs and SOWs (which the Commercial Senior Manager leads). They identify and recommend the right Infosys executives, set up meetings, set expectations, and conduct periodic reviews with important customer stakeholders as per the pre‑agreed format. Knowledge, Skills Required For The Role Knowledge: Knowledge of outsourcing business, cost & revenue drivers for an IT organization, business case creation, financial ratios and analyses (IRR, NPV, ROCE etc.), statistical analyses (regression, correlation, mean, median, mode, frequency distributions), and knowledge of legal & contracting issues. Skills: Effective and structured communication skills (consultative skills combined with business case creation knowledge), conflict resolution / consensus building skills within Infosys as well as with partners/clients, problem solving skills, negotiation skills, and commercial acumen. Identification of the political landscape, leadership skills, presentation skills and relationship‑building skills (a good sense of humor is an advantage). #J-18808-Ljbffr